Women Sales Pros

AUGUST 3, 2018

Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes. However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’. Sales call after sales call, they leave the entire outcome to chance. Pre-Call Planning Overview. The goal of pre-call planning, used in all stages of the sales process, is to think through all the important aspects of a sales call in advance of the meeting

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Conversion Strategize Sales Consult 105

Hubspot

AUGUST 3, 2018

The business world often uses the terms machine learning, deep learning, and artificial intelligence as interchangeable buzzwords. The problem? Each is uniquely different from its siblings. With so much terminology describing different pieces of the same AI puzzle, it’s easy to misunderstand various components. AI has been around for decades in business and government, but it’s still a relatively new addition to many sectors.

Entertainment 101

Entertainment Government Gaming Technology 101

ConversionXL

JULY 30, 2018

You are probably ending your A/B tests either too early or too late. The standard best practice in the conversion optimization industry is to wait until two conditions have been met before ending an A/B test. First, that a representative sample is obtained. Second, that the winner of the test can be declared with 95% certainty or greater. You can see the latter standard touted here and here and here.

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A/B testing X-functional Represent Conversion 100

A Sales Guy

JULY 30, 2018

Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why.

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Closing Sales Sell 94

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

Women Sales Pros

JULY 31, 2018

Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite whether it’s The #1 Reason Your Deal Didn’t Close , to The Five Commitments You Must Get to Close a Sale , (filmed live at the taco truck) to Blindspotting, with Jill Konrath.

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Quota Sales Closing Sell 87

Hubspot

AUGUST 2, 2018

44 percent. That was the click-through-rate of the first ever banner ad , purchased by AT&T on HotWired.com in 1994. Nowadays, this ad would be considered the scum of clickbait. No sane person would ever click on it. Fortunately, online advertising has rapidly evolved since the 90’s, so you don’t have to rely on attention-repellent banner ads anymore.

Networking 101

Networking Promote Click Through Rate Campaign 101

A Sales Guy

AUGUST 3, 2018

The results are in. Sales coaching makes a difference in quota attainment. When people are coached, they are more likely to exceed quota by more than 10%. We wanted to know if coaching REALLY did make a difference when it comes to quota attainment in sales. Therefore, we surveyed over 100salespeople and sales leaders to find out exactly who’s being coached, what they’re coached on and the impact of coaching.

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Quota Sales 79

Gong.io

AUGUST 3, 2018

This article was originally published on Forbes by Gong.io Account Executive, Luciano Scala. Sales — an industry ruled by the numbers. Meet quotas, shorten the cycle and always, always, always be closing — even when there’s no time to do it. The breadth of articles, strategies and philosophies on the subject is seemingly endless. Some offer ways to improve administrative workflow, allowing sales staff to spend more time actually selling.

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Quota Drivers/motivators Negotiate Sales 78

Hubspot

JULY 31, 2018

For now, augmented reality (AR) is still largely a novelty -- AR's newness alone contributes to its ability to surpass print, online, and television advertisements in terms of shock-factor. As The Drum reports , AR can capture people’s attention for over 85 seconds, increase interaction rates by 20 percent, and improve click-through rates to purchase by 33 percent.

Click Through Rate 101

Click Through Rate Technology Technology Campaign 101

Jeff Shore

JULY 31, 2018

By Amy O’Connor . Let me start by saying that no one is interested in your excuses. No one. Ever. Harsh but true. Management cares about results not excuses. That is not to say there may occasionally be legitimate reasons (operational or product shortcomings) that contributed to the loss of your sale. These factors have nothing to do with your intentions or behaviors, but excuses are never the correct explanatory response to why you lost a sale.

Price 76

Price Sales Prospecting Presentation 76

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

Sales Hacker

JULY 31, 2018

This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. The evolution of Rev Ops. Have we finally cracked the code to revenue bliss? Can Rev Ops really deliver? Key stats from the State of Revenue Operations survey. Top takeaway and full report. The Evolution of Revenue Operations. Businesses naturally obsess about revenue and creating a successful revenue model.

SQL 74

SQL B2B Drivers/motivators Engineering 74

Gong.io

AUGUST 1, 2018

“Just stop,” s pat the COO from across the table. “I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. Yet this COO kicked my teeth in, leaving me and his ops manager twiddling our thumbs.

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Sell Entertainment Education Up-sell 75

Hubspot

AUGUST 1, 2018

What is Business Coaching? Business coaches help entrepreneurs, business owners, and professionals grow in a variety of ways. They receive payment and usually work on a fixed schedule to share actionable feedback, personalized advice, and growth plans for their clients to increase company revenue, accelerate their career, or increase business growth.

Service 100

Service Strategize Clients Management Consulting 100

Membrain

AUGUST 1, 2018

Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.

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CRM Sales Customers 69

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

Partners in Excellence

JULY 30, 2018

Every day, each of us gets dozens of horrendously bad prospecting emails. My friend, Hank Barnes, of Gartner has made a regular #FridayFails series featuring his worst of the week. Fortunately, spam filters take care of most of them, but some filter through anyway. I’ve limited my writing about these–there’s just too much bad material that it gets repetitive.

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Prospecting Sales Represent Technique 69

RAIN Group

AUGUST 1, 2018

The most successful sellers are motivated, proactive, focused, and goal-oriented. Indeed, they get the most done and achieve the best results in less time. So what makes these sellers significantly more productive? We all have the same number of hours in a day, yet some sellers achieve considerably more than others. The answer: They're systematic. They attack each day with a similar mindset and process to drive their productivity.

Product 68

Product Drivers/motivators Process 68

Hubspot

AUGUST 3, 2018

Real Estate Taglines and Slogans. “Move to What Moves You” - Halstead Property. “Your Gateway to a Richer Life” - Town and Country Real Estate, The Hamptons. “Move/Forward” - Bond Real Estate. “Where Dreams Come Home” - Coldwell Banker. “Find Your Nook” - Nooklyn.com. “Be Home” - Corcoran Group. “Let us Guide you Home” - Compass. Real estate is a crowded field.

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Real Estate Territory Clients Drivers/motivators 79

Membrain

JULY 29, 2018

I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.

CRM 69

CRM Sales 69

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Partners in Excellence

JULY 31, 2018

Silly me, I always thought we were supposed to sell solutions. That is, as sales people, we were supposed to understand our customers and their businesses–not in the abstract, but very specifically. What are Christy’s goals, dreams? What is she accountable for? What issues stand in the way of her achieving these? What happens when she doesn’t achieve them?

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Up-sell Sell Presentation Contact 67

SalesProInsider

JULY 31, 2018

“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.

Sales 66

Sales Service Meeting Up-sell 66

Hubspot

AUGUST 1, 2018

How did your grandparents, parents, and younger siblings grow up gossiping about the latest party? I bet they’d all have different answers. Don’t believe me? Let’s take a trip back in time. First, we sent letters. If you think handwriting a card took a long time, think about the time it took to receive a response by plane, train … or pony. The 1800s brought many new technologies, including the telegraph.

Conversion 78

Conversion CRM Cross-sell Technology 78

Engage Selling

AUGUST 2, 2018

This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?

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Prospecting Service Clients Quota 66

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Partners in Excellence

AUGUST 2, 2018

Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.). It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered–we sales people tend to be very self-centered focused on our goals, rather than the customers’ Perhaps there are a couple of more important questions: What did the customer learn as

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Meeting Customers Education Sell 66

criteria for success

AUGUST 1, 2018

Need some new sales training ideas? It's not always about reinventing the wheel. Sales leaders can improve performance by developing a training program that leverages existing resources. Specifically, these are best practices for selling that people on the team are executing. Your top performers are the people who are most likely to have this know-how. [ ] The post Leveraging Your Own Resources: 3 Sales Training Ideas appeared first on Criteria for Success.

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Sales Sell Growth 65

Hubspot

JULY 30, 2018

In 2018, smart home systems and devices are more impressive and all-encompassing than ever. Using a smart system is no longer just about asking Alexa to tell you the weather or play that new Drake song -- now, you can use smart devices to grill chicken at your next family barbecue , turn the lights off in the living room while you’re watching a movie, or vacuum your floors.

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Electricity Price Entertainment Technology 78

Score More Sales

JULY 31, 2018

We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something.

Customers 64

Customers Retail Sales Service 64

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Partners in Excellence

AUGUST 1, 2018

Customer can breath a huge sigh of relief. The data is in, it shows sales people ask far too many questions, boring or even angering executives for wasting their time. But research now shows the optimal number of discovery questions to ask is 4. Both, as a victim of too many meaningless discussions where someone is trying to sell something to me, and as an observer on thousands of sales calls, I know I can breathe a huge sigh of relief that “death by questioning,” will come to an e

High impact 66

High impact Conversion Pitch Sell 66

KO Advantage Group

JULY 29, 2018

How do your weekends look like? Does it look more like rest days with two side dishes of work or full meal courses of quality time with your family? As an entrepreneur, I acknowledge the importance of work but all the more, the significance of spending some quality time with my son and observing a work-life balance. Now, let’s talk about sales training and your road to becoming a sales rock star.

Education 63

Education Finance Clients Prospecting 63

Hubspot

AUGUST 2, 2018

Quotes About Change. “The measure of intelligence is the ability to change” -Albert Einstein. “The greatest discovery of all time is that a person can change his future by merely changing his attitude” -Oprah Winfrey. “Every day the clock resets. Your wins don't matter. Your failures don't matter. Don't stress on what was, fight for what could be.“ -Sean Higgins.

Pitch 78

Pitch Education Drivers/motivators Presentation 78

Accent Technologies

AUGUST 3, 2018

The key to creating effective sales presentations? Make it all about your buyers! SiriusDecisions’ Buyer-Centric Sales Presentation Framework breaks down how. What sets apart the presentation that’s going to close the deal from one that has buyers running away? It may seem like voodoo black magic, however, the answer is actually pretty simple. (more…).

Presentation 63

Presentation Sales Closing 63

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales